• Journal of Digital Convergence
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• v.17 no.12
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• pp.109-115
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• 2019

The purpose of this study is to analyze the effect of Prior Sales change on R&D Costs and each detail item, and to analyze what decision managers make when changing sales. In order to conduct a more in-depth analysis as well as a one-period model of Anderson et al. (2003), which was used in previous studies, the two-period model of Banker et al.(2014) And analyzed the detailed items. As a result of the analysis, it is possible to confirm cost stickiness behavior only in the depreciation cost and others due to the limit of the model in the one period model. For a more in-depth analysis, the analysis of two-period model showed that labor costs and other items showed cost stickiness behavior when prior sales increased, but total R&D costs showed a anti-cost stickiness behavior. When prior sales decline, consigned service costs showed a cost stickiness behavior. This study is meaningful because it analyzed the effect of prior sales change on R&D cost behavior which were not performed in previous studies. Furthermore, we expect to be able to conduct more detailed research by sales and industry in future studies.

• Journal of the Korean Society of Clothing and Textiles
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• v.46 no.5
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• pp.868-889
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• 2022

Fashion companies are using a big data approach as a key strategic analysis to predict and forecast sales. This study investigated the effectiveness of the past sales, web search volume, information amount, brand promotion, and the advertising endorser on the sales forecasting model. The study conducted the autoregressive distributed lag (ARDL) time series model using the internal and external social big data of a national fashion brand. Results indicated that the brand's past sales, search volume, promotion, and amount of advertising endorser information amount significantly affected the sales forecast, whereas the brand's advertising endorser search volume and information amount did not significantly influence the sales forecast. Moreover, the brand's promotion had the highest correlation with sales forecasting. This study adds to information-searching behavior theory by measuring consumers' brand involvement. Last, this study provides digital marketers with implications for developing profitable marketing strategies on the basis of consumers' interest in the brand and advertising endorser.

• CRM연구
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• v.3 no.1
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• pp.49-71
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• 2010

This study set out to shed more specific light onto sales managers' coaching and salespersons'organizational commitment and role perceptions, which have been proven to work as important variables in salespersons' performance. It thus conducted an in-depth investigation into the overall sale management activities of sales managers from five high-sales organizations and five low-sales organizations and analyzed differences between them. The interviews of the ten sales managers were combined and analyzed. As a result, the ones from the high-sales organizations demonstrated the following characteristics: first, the salespersons of the high-sales organizations were strongly committed to the goals and values of their organizations. Second, the salespersons of the high-sales organizations had clear perceptions of their roles and showed relatively fewer role conflicts than those of the low-sales organizations. Third, the sales managers of the high-sales organizations demonstrated coaching behavior strongly. They provided positive feedback and role models for the salespersons to follow, thus earning great respect from them and maintaining trust-based relationships with them. And finally, the sales managers' organizational commitment and role perceptions had positive impacts on the salespersons' organizational commitment and role perceptions. Those research findings indicate that sales managers' organizational commitment and role perceptions can be a positive role model to salespersons and that such a role model can have influences on salespersons' performances as part of the characteristics of coaching behavior.

• Journal of the Korean housing association
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• v.9 no.3
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• pp.33-46
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• 1998

This study attempts to find out the characteristic of apartment housing sales information and housing choice behavior according to housing location. For this purpose, the apartment housing sales information in newspaper advertising was investigated and analyzed by advertising appeals to clarify the phenomenon of apartment housing sales and the components of home environmental quality according to housing location in Pusan. Then the field survey has been carried out based on 176 households living in Pusan. The major findings are as follows: 1) The components of home environment through AAs were divided into three categories of appeals: residential area, site area and dwelling unit area. 2) Apartment housing developments were differentiated according to period of development and occupancy scales according to housing location. 3) The results of field survey showed users' housing location. 4) The characteristics of apartment housing sales information according to housing location were revealed those characteristic were concentrated on the category of residential area than site area or dwelling unit area. But in housing choice behavior, the characteristics of housing location appeared in all categories of home environment. Therefore, for better apartment housing development and planning, the characteristics of housing location need to be considered more actively.

• Journal of the Korean Home Economics Association
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• v.43 no.7 s.209
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• pp.23-35
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• 2005

This study examined the consumer complaining behavior after purchasing functional health foods and investigated the variables which influence public and private consumer complaining behavior. The subjects of this study were 206 consumers who were dissatisfied after purchasing functional health foods. The survey was conducted during September. 15-October 6, 2003. Percentiles, frequencies, means, $X^2$ and logistic regression were utilized for data analysis with SPSS program. Major findings were as follows: 1 The groups reporting public complaining behavior were over college graduate, high income workers, professional and clerical workers(demographic variables). Purchasing related variable were high purchasing price, strategy of sales person and. ad, purchasing channel through door to door sales, telemarketing, multi level sales, and home shopping, purchasing purpose of weight control and cosmetic. 2. The groups reporting private complaining behavior were high school graduate, low income workers, housewives and the unemployed(demographic variables). Purchasing related variable were low purchasing price, the case of consumer need, purchasing in the shop, purchasing purpose of health restoration.

• Journal of the Korea Convergence Society
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• v.11 no.1
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• pp.259-266
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• 2020

This study analyzes the effects of the obsolescence assets on the asymmetry of costs. Cost asymmetry refers to a lower percentage of costs when sales fall than increases in costs when sales increase. the obsolescence asset induces various decisions, including high maintenance costs and management improvements and replacement of facilities. This study is to analyze the cost behavior according to those decisions. The analysis showed that the higher the obsolescence of assets rate, we found cost elasticity, with a greater reduction in costs when sales decrease than the increase in costs when sales increase. Second, the lower the cost will not appear as the obsolescence of assets rate increases in case that the concentration of an item of property, plant and equipment is high, and when sales decrease. The above result means that the obsolescence of assets rate acts as operating risk and thus operates resources flexibly according to changes in sales, but when the concentration of property, plant and equipment is high, the decision-making constraint make it difficult for the flexible operation.

• Journal of Distribution Science
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• v.18 no.11
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• pp.5-13
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• 2020

Purpose: This research investigates the cost behavior of the distribution industry. Specifically, we investigate if the ratio of the increase in costs with an increase in sales is consistent with the ratio of the decrease in costs when sales decrease. Traditionally, cost is assumed to be symmetrical. In the case of the distribution industry, it was expected that the downward rigidity of the cost would be shown because it would be very difficult to decide to adjust resources when sales temporarily decrease. Therefore, studies have looked at Korean capital markets based on manufacturing and steel industries. However, no research has been done on the distribution industry. Research design, data, and methodology: To verify the hypothesis of this study, the asymmetry of cost was measured by Anderson et al. (2003). The sample used 28,695 firm-year data from 2002 to 2019 for the KOSPI and KOSDAQ stock markets. Results: The empirical analysis results are as follows. First, asymmetry of cost was observed in the case of the distribution industry. We confirm cost rigidity when sales decreased. Conclusions. This is the first study to look at cost behavior in the distribution industry, and the downward rigidity of cost in the distribution industry is observed.

• Journal of Distribution Science
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• v.14 no.2
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• pp.33-39
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• 2016

Purpose The purpose of this study is to investigate the impact of gender differences in DNA on consumer buying behavior both online and offline and other buying channels to find out effective sales promotion strategies of enterprises. Research design, data, and methodology - This study investigated the relation between chromosome and DNA, DNA and gene, and gene and human behavior of gender. The study shows generic characteristics have influence upon consumers' buying behavior and inclination, and examined the effects of genetic characteristics depending upon the difference of gender DNA upon consumers' buying behavior. Results - Precedent studies on genetics and ethology showed close relations between chromosome and DNA, DNA and gene, and gene and buying behavior of the gene. 'Hunting and protection', one of the genetic characteristics in men's DNA, had great influence upon the consumers' different buying behavior. Conclusion - Gender DNA difference in genetics and ethology disclosed fundamental reasons for the difference in buying behavior and inclination of men and women. It gives implications that marketing strategies of advertising and sales promotion should be made in different ways depending upon men and women.

• Journal of Distribution Science
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• v.15 no.1
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• pp.105-114
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• 2017

Purpose - Recently, domestic pharmaceutical market is growing steadily, but top-tier companies are concentrating on sales growth. In this market, SMEs, which account for more than 80% of the entire market, suffer from the problem of lower margins and increasing inventory costs. According to the government's policy changes related to pharmaceuticals, it is pointed out that the management of existing customers and the control of salespeople are important issues for pharmaceutical companies. This study investigates the effect of the control system on the salesperson in domestic pharmaceutical distribution channel on customer-oriented selling behaviors and sales performance. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 244 MR(medical representatives)'s responses which have currently relationship with doctors or pharmacists. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. Results - The authors find out the following results: capacity control, activity control, and self control have positive effects on customer-oriented selling behaviors and customer-oriented selling behaviors have a positive effect on sales performance. In addition, we present alternative model to check the direct effect between the control systems and the sales performance, but control system factors except self control have no direct influence. Conclusions - First of all, competency control and activity control increases the customer-oriented selling behavior of the salesperson. This means that the salesperson's sales skill, negotiation skill, customer access skill, presentation ability, monitoring, direction and evaluation are important and it is also important to control activities to check the number of visits to customers, report preparation, and customer service etiquette. Second, the fact that self-control of salesperson affects the customer-oriented selling behavior suggests that self-control is not controlled by external factors but rather establishes short/long-term goals. Therefore, it is important for sales organization to create an environment in which members can induce persistent incentives for self-control. Finally, output control did not affect customer-oriented sales behavior, which is less likely to form confidence or motivation to MRs when output control is perceived as a means of monitoring, supervising, or controlling rather than providing information to salespeople.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2006.11a
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• pp.161-164
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• 2006

The sales of consumer durables are composed of first time purchases and replacement purchases. Since the sales for most mature durable products are dominated by replacement sales, it is necessary to develop a model incorporating replacement component of sales in order to forecast total sales accurately. Several single product diffusion models incorporating replacement demand have been developed, but research addressing the multi-product diffusion models has not considered replacement sales. In this paper, we propose a model based on consumer choice behavior that simultaneously captures the diffusion and the replacement process for multi-product relationships. The proposed model enables the division of replacement sales into repurchase by previous users and transition purchase by users of different products. As a result, the model allows the partitioning of the total sales according to the customer groups (first-time buyers, repurchase buyers, and transition buyers), which allows companies to develop their production and marketing plans based on their customer mix. We apply the proposed model to the Korean automobile market, and compare the fitting and forecasting performance with other Bass-type multi-product models.